Senior Executive – Strategic Partnerships

This is a fully remote position, open to applicants in California.

📋 Description

• Identify, nurture, and convert executive-level IDN relationships into long-term strategic non-acute distribution partnerships.

• Schedule strategic partnership meetings with targeted IDNs and establish Henry Schein Medical as the leading non-acute distribution partner.

• Design, negotiate, and finalize multi-year strategic distribution agreements, including embedded partner models, formulary alliances, and shared-savings frameworks.

• Lead presentations in boardrooms, respond to RFPs, and conduct partnership design sessions with SVP/VP/C-suite executives.

• Formulate and implement a national IDN partnership strategy in collaboration with senior leadership.

• Drive strategic engagement within the GPO ecosystem and align formulary positioning along with tier structures.

• Develop and present TCO financial models suitable for CFOs and VP Supply Chain.

• Create and execute partnership implementation plans across multi-site IDN settings.

• Utilize proprietary systems and Power BI analytics to provide insights into the supply chain.

• Manage the IDN partnership pipeline and forecast while reporting progress and market intelligence to senior leadership.

• Identify and target new IDN markets for potential growth.

⛳️ Requirements

• Candidates must be residents of California.

• At least 12 years of progressive experience is required.

• Minimum of 5 years of direct IDN sales experience at the VP of Supply Chain, Chief Procurement Officer, or C-suite level.

• Experience in direct IDN non-acute or acute/non-acute distribution is essential.

• Proven success in establishing multi-year strategic distribution partnerships with IDNs at the enterprise level.

• Experience managing accounts with annual revenues ranging from $5M to $50M+.

• A Bachelor’s Degree or global equivalent in a related field is required.

• An MBA, MHA, or equivalent advanced degree is highly preferred.

• Familiarity with GPO contract vehicles, tier compliance structures, and incentives is necessary.

• Capability to create and present executive-level TCO models.

• Knowledge of IDN ERP and purchasing systems, including punchout, cXML, XML, EDI, and e-Catalogs.

• Ability to lead negotiations among multiple stakeholders, including legal, finance, supply chain, and clinical leadership.

• Strong business acumen, executive communication, strategic planning, and consultative selling abilities are a must.

• Willingness to travel 50–70%, including national overnight trips.

🏝️ Benefits

• Medical, Dental, and Vision Coverage.

• 401K Plan with Company Match.

• Paid Time Off [or sick leave, if applicable].

• Paid Parental Leave.

• Income Protection.

• Work-Life Assistance Program.

• Flexible Spending Accounts.

• Educational Benefits.

• Worldwide Scholarship Program.

• Volunteer Opportunities.

• Bonus eligibility contingent upon achieving the plan.